Case Study – Reengineering Sales Methodology at Siemens

17 October 2017


Faced with fundamental shifts in the healthcare industry, Siemens’ healthcare business is undergoing a dramatic redesign. Rebranded Siemens Heathineers, and now managed separately as a company-within-the-company, the firm is applying its long history of engineering expertise to its healthcare division’s sales organization.

In this presentation, Margaret Piekarski, Siemens’ Senior Director of Sales Education and Development describes the changes considered in the firm’s sales methodology. With the goal of unifying disparate sales activity around a single Siemens Healthineers team, Siemens identified optimal selling behaviors, activities, and priorities, standardizing around a preferred sales methodology, and supporting sales productivity with tools, processes, and development investments.

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